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Aug. 18, 2022

Ep 224- To Make More Money You have to collapse time with Daniel Esteban Martinez-Living The Dream Podcast

Ep 224- To Make More Money You have to collapse time with Daniel Esteban Martinez-Living The Dream Podcast
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0:02 All right, what up guys? Welcome back to another episode of The Living the dream podcast today on the show, we have Daniel Martinez, who is the co founder of hive mind, CRM and host of the hive with us podcast. Daniel, how you doing? 0:14 I'm good, man. Good. How are you? 0:16 I'm doing well. Thanks for asking. And we'd like to jump right in. So if you could start with telling us a little bit more about yourself, and what you'd like to do for fun, that'd be great. Okay, okay. 0:26 So, my name is Danny Martinez. I am a entrepreneur bonanza for four years. I originally am used to load trucks became a truck driver. I started my trucking company. So I operated an operator check company for two years, drove for four years, a lot of people liked that story, because I'm a blue collar person became an entrepreneur. And then I pivoted into real estate, and software, on a data company software company operate and do real estate. And what I do for fun is podcasting. I really enjoyed the conversation of it, and just kind of building your own brand from scratch and the power of that, and having meaningful conversations with speakers or guests. So that's kind of what I do for fun now. And it's, I like the embodiment of that conversation, because you can have a really good conversation with other entrepreneurs, but usually it's never recorded. And I think it's literally power of podcasts is you can have really meaningful conversations where, essentially, you're a fly on the wall, and you can hear and learn from different different different investors, speakers in general. So it's pretty cool. 1:31 Yeah, yeah, no, absolutely. I love it. I actually started the podcast because I wasn't having enough of those meaningful conversations and day to day life. You know, a lot of people just love small talk. And, you know, I think it has its place, honestly, not with conversations that I like to have with people. But a lot of people love small talk. And every time I would ask somebody about dreams and goals or something serious in their life, just like a church function, they would just kind of shy away, and it just grinded my gears. So that's a big reason why I started the podcast to have those meaningful conversations and let other people in on them. Well, yeah, yeah, for sure. Tell us a little bit about starting that trucking company. So you were loading trucks, and you went to starting a trucking company. That's a big leap. Tell us about what made you made the decision and kind of the adversity you met? Well, 2:21 um, one thing I love, I love saying this. But if you are in the town you grew up with the biggest growth and learning experience you can do is leave home. Even if you leave an hour away, just leave the comfort of your home because you'll find new friends, you'll find a new circle, you find a new hustle, you'll find something so I'm 30. Now I started loading. My first job was loading to ice and to sit door to door sales kind of a year after that. It was like a part time job started loading trucks. When I started loading trucks, it was more of like an I had no no idea where I was going. I'm just like, I know I need money to pay bills. Let me just do something. So started forklifting ended up. I was in Chicago at the time, and I never wanted to drive trucks just because I hate snow dragging in the snow. I'm like, I'll drive to work. But there's no way I'm putting more weight and more length behind me and then driving that in the snow. I'm just not going to do it. So I had the opportunity to leave to go to Atlanta. When I was 2423 ish. I was probably 22 actually. So I moved to Atlanta, when I got to Atlanta house, I worked for the same company loading trucks. And when I got down there, I'm like, there's no snow down here on there. I can make more money driving trucks. Let's try it see what happens. So I got my license through the company. They trained me how to drive drive with them drive the trucks through their in house training. Did that for two years. And when I when I was transitioning to entrepreneurship, everybody's like, when do you ever get this question I was asked what is the right time option or like there is no right time to do it. It's time to jump right into it for fevers fail forward and crash and burn and some few times figured out. So my wife was pregnant, I found out the wife was pregnant and I'm like, Okay, if I don't do it now, I will never do this in my life. Because now I have responsibilities. Let me just go for this now. So when I opened a lot of friends pregnant, I worked my butt off. I was working like six days a week, 70 hours a week, every extra job I could take I was taking it just work and work and work. And when she was about to have a baby took my two week vacation paternity leave all the holidays, take a three month paternity leave and quit and have more friend videos ever since. And my daughter's about to turn five this year. So it's been a crazy interesting journey. Not easy. I wouldn't recommend it do what I did. But there's a Steve Harvey quotes. Sometimes it's you have to jump off a cliff with no parachute and a parachute appears. That's kind of how entrepreneurship is so there's no right time to do it. And sometimes it's just failing forward and figuring out as you go and you kind of stuff happens. Miracles happen in your in your path? 5:04 Yeah, yeah, no, absolutely. I love that. So you're telling me you were working full time? And when you found out your wife got pregnant, you? Did you ramp up your full time hours? Or do you keep your 40 hours and you start working 30 hours a week on the business? 5:17 No, I didn't. I was working. I mean, I only knew at that time, I only know how to make money through the job. So I just worked every hour, I could pick up extra shifts work my work on my days off, I would, at the end of the day, I'm like, Hey, can I do anything else to make make an extra hour, so I was literally working nonstop for nine months, it was crazy. And because I knew that I was taking that time off towards the end, some like there's some there was a try those the end goal in mind when I was doing that. So I just worked my butt off for those nine months. And it was crazy. 5:48 And so then when your wife had the kid, you took the maternity leave, and you had some vacation time and stuff. And then after that you were done. You were already making enough money from the business to not go back or did you just leap, 5:59 I just left man I left. I had saved some money working all those extra hours, I had had a cushion built up. i The 401k had from the job I cashed that in. So I had like a little lump sum to start the business. Crazy thing is, is I did the business for two years. If you're an entrepreneur, one thing I say this all the time, too, is that you don't have to make as much money as you do as an entrepreneur than you do as an employee. So I didn't know that was one of the things I didn't know. So even a me had my own business, I wasn't really making that much money. But I didn't need to make as much because I wasn't paying taxes. So my first two years as an entrepreneur, actually got tax returns and never paid a dime in taxes. 6:48 Yeah, wow. That is amazing. Wait, tell us. Because I don't think I don't even know about it. I didn't know that was a thing. So tell us how that works. So if 6:56 you make under like, if you make under 40 grand a year, as a self employed person, you don't spend any taxes on that they actually the government actually give me money to stay self employed. So like, there's now that I'm in real estate, I hear of like these like multifamily investors, they have so much debt and depreciation that they still get tax returns. 7:18 Yep. So it's 7:19 one of those things where like, either you have to either you don't make enough money or don't make enough money on paper, that you still get tax returns, the stimulus checks, you get all that stuff, if you are a legit investor, or or if you're not making that much money as an entrepreneur. So it's just one of those things that I didn't know, I sent my taxes in like, Oh, you're getting like seven grand, like, I didn't even pay any taxes. I'm still getting seven grand. All right. Yeah. It was just one of those things you don't know till you go down that path. And you don't need to make as much money because like, my last year of working a job, I made 100 grand. And I was way more comfortable making like 40 As an entrepreneur of taiko, you know, this is one of the things and you can you can you can pay expenses. business expenses. Yeah, it's one of those things where like, he only made $30,000 don't tax me, and then it's done your tax return. You can do whatever you want. But that's one of those one of those things like, you don't know that to go down the path. Unless you're hearing it today. 8:25 Ya know, for sure, there we go. So jumped in with the trucking business and how long until it got to the point where you were feeling comfortable enough to start branching out to other stuff, because now you're in real estate, you own some other businesses? Did you acquire those? Did you start those tell us a bit about and I've 8:40 been I've been starting everything. There's a there's a certain enjoyment you get from starting businesses. And I just started those. But trucking The reason why I got to Trucking is because I wasn't making enough money. And I was pivoting I had to pivot. So well, my tears are trucking, I generated $550,000 in revenue. I didn't make very much money. And it wasn't really worth my time. I ended up getting like five trucks. It was just a lot of expenses. And this is where it comes down where you don't know what you don't know. So our first business where I kind of fumbled the ball was is that it wasn't very profitable. It's not a very profitable business to be in. And I know tons of money in trucking. Like you probably spend tons of money in trucking. Even when you make it. So forever. It isn't all about business. You have a you have a profit margin. So for every $100 you make, most businesses spend about 50 to 80% of that, and 20% of that profit 20 to 50% is profit in trucking. It's like 90% Oh, wow. It's publicly traded companies like FedEx cya Old Dominion ups, they operate on a margin of usually 3% or less profitability. And they're publicly traded billion dollar companies that operate off of 5% or less. Probably For 10:00 margin, that is insane. 10:02 It's insane. It's literally insane. You can go look it up back check me, but, and you as a small business and small business trucking company, you're operating at like 10% on paper. But when stuff goes wrong, you got to come with a pack and consider your profit margin. So you're not really, if I made 550, technically on paper, I only made 55,000 In two years, but stuff goes wrong. All that cost. So it's just one of those things where whatever business you do go into make sure you understand the numbers and everything that comes with it. Because you're going to even us as we're talking about listing for this call, we're both in real estate, you got to pay marketing, you got to pay software costs, you got to pay the dialer, you got to pay direct mail, you got to pay PPC, you're paying some type of marketing expense. For those real estate deals that bring in 10 to $20,000 a deal. You're gonna pay for that in some way to acquire those deals. So it's just one of the understand understanding, understand the business that sometimes time money knowledge, it's gonna take a lot of one of those one of those things to get a deal in real estate, and in business and stuff like that. 11:11 Yeah, yeah, for sure. I love it, man. Well, thanks for giving us that little business lesson right there. That was like, a whole course and an MBA program. 11:21 And I, it's, I went to college for two years. And I felt like it was a waste of time, just because I didn't learn anything. But if you want to learn business, you gotta learn through the school of makeup, failing forward, losing money, stupid decisions, and you'll feel it, you'll feel you'll feel and learn the lessons a lot faster. Exactly. You always have gone to school for it. 11:44 Well, awesome. And tell us a little bit about your motivation, what gets you up and keeps you going every day. 11:49 So motivation, it was never about the money, it was more of impact and freedom are my two big motivations. And that's how I kind of do podcasting. For fun. It's more making an impact side of it. The on the job side of it not so the job, but the business side of it is the freedom side of it that it gives you. So the reason why I wanted to start this entrepreneurship journey when my wife was pregnant is because my dad was sick to my dad, but my dad worked all the time, like he would commute three to four hours just to get to work, and then work eight, nine hours and then drive back. So it was one of those things where like, he was always gone, come home, eat dinner, literally watch the news, and then go to bed. So like my relationship with my father was literally was very minimal, just because he was a provider, which wasn't a bad thing. But there's a balance that you learn when you become a parent yourself, or when you want to become a parent. And for me, I wanted to spend time with my kids. So a lot of the reasons why I became entrepreneurship, when I went into entrepreneurship was to spend more time with my kids. So now that all my kids, I have three kids now, I was there when they were born, I've helped my wife through that first month of craziness, when you haven't kid yourself. 13:05 I don't know, I'm 23. 13:08 When you for anybody that has a kid and when you have your first kid, the first month after your spouse has has a chasm has a child is literally nuts, because they have to be fed every two to three hours. And if you put that burden on your significant other to take care of that, they will literally lose their mind. Not kidding you. Yeah, because of the lack of sleep. They're just there's a toll on their body. They already had a went through giving birth. And they're just, it's just a lot of mental stability like they go through. So with all my kids, I was there helping my wife throughout the thing I took, I took night shift, I fall asleep, success six, eight hours a night, and I'll take over the night and watch my kids and just hold them and do all that stuff doing the fatherly things I wanted to do because I have the freedom to and is enjoying those those memories. Like, I've seen my kids grow up from day one to there now. And I've been there the whole time going on trips, like my family ranch came from vacation for two weeks. So like, Oh, we're going we're going into this place in this place for two weeks. I'll see you there. I gotta make sure my boss sets me up. But I'll be there. It's just one of the things we're like, I can afford to do whatever I want. You have the freedom to and it's not that I don't work and I don't work hard. It's just that I have the freedom flexibility to to work when I want and where I want to. And I can do it from anywhere. 14:33 Yeah, yeah, absolutely. I love that. I would love to hear a little bit. This is something I've been curious about, you know, I see Gary Vee and Alex were Mozi. They're all on social media and they're talking about how they just grind for 16 hours a day. And something I've realized, like I've been doing the podcasts I've been doing I have similar goals, right? Have I started entrepreneurship to have the free time to spend with my kids, when I start to have them And so I'm curious as to what a day in the life of you as an entrepreneur looks like. Because sometimes I'll automate stuff like I've automated the podcast, I posted daily podcast, I guess I think I put seven hours a week into this. And I post daily, right. And so I've created systems and processes to automate. And then I find myself in the middle of day, I'm just like, okay, then everything is to do. And so I want to hear you speak to that part of it a little bit. 15:27 So it's, it's balanced. So when you first start entrepreneurship, you always, you're always working harder than you should. And if you It depends on what type of how big of an entrepreneur you want to get to. So there's our mosey and all these other entrepreneurs that Gary Vee, they are, like, almost like workaholics, but they were call it sort of their own ambition and dreams. So they can kind of us as entrepreneurs, you can kind of get stuck in that cog, where you're still working too much. And I struggled that little bit early on. But I'm kind of pivoting my focus now. Because I'm realizing what's really important. So I still struggle with this. Sometimes we're like, My day starts at, like, 10am. I sleep I sleep in every day. And like, it's one of those things where like, I'm not a morning person, and I'm not aspiring to be like 4am, workweek, whatever, whatever. Those things, people you wait before you feel weak before, you're not a boss, I'm like, I still make money. And I don't wake up at 4am I'm sorry to bring it to you. But it's one of those things where like, you have to find your peace and your balance. Like when you work in a job, you'd really don't have a choice. Like I work, Midnight's, I'll start work at 11am 11 No, 11:30pm, like, you don't have a choice, you go to bed at four 4pm wake up at 11 You go to work. But when you are not your shift, you kind of have to measure it. So like me, I'm like, I'm not drinking, I'm just not gonna do it. I have no ambition to wake up early. So I wake up late, start work around 10 o'clock and meetings, my schedule fills up, usually two weeks in advance. I already know what I'm doing for that day. And I have flexibility. And my wife's like, hey, I want to do this two weeks out and like write my bike off the day and go do it, okay. But it's one of those things where like, you have to make time for yourself too. So one thing that I've done, I was I realized I was working too much. And as an entrepreneur, you work every day, I work everyday no matter what. But I kind of clear up my calendar Friday, Saturdays and Sundays, I still might work those days. But I don't have anything that's on the calendar. So if anything important doesn't come up, I just have the day off. So right now what I'm doing, I try and go golfing twice or twice a month. I been trying, I want to take care of my health a lot more. So I'm trying to focus on getting the gym, I might get a trainer. It's just it's just focus on really you your family activities, just just doing stuff around the house, go to the park, go to the beach, all that normal stuff. But like I said, it's not that I don't work, I just work I choose when I want to work. So I usually work maybe for three to four hours in the afternoon, evening, or maybe work two hours. And that's about it. That's about my day. After the kids go to sleep, our two hours in the computer after everything's done, my wife's already get ready for bed and I'll stay up late and we're coming computer because that's likely, there's no kids crying, there's no kids walking in the office, there's nothing like that. 18:22 Dude, I love that so much, especially with, you know, hustle culture. And I love how the first thing that you dispelled was you gotta wake up before a because it's just so nice to see an entrepreneur who's successful, who knows himself knows where his pocket of successes and he's like, I'm okay with that. And that's where you're at. So I appreciate that. 18:44 It's a big myth. And like ever, like people put too much pressure on yourselves. And I think entrepreneurs do the worst because they feel like they in order to be successful or in order to make big business or profit a business you have to do these things that other people do. And I'm like, Really, you kind of set your own boundaries and find out what where you can accelerate your time. So one thing that I will say is revenue generating activities RGA revenue generating activities, like me, my kids in like, right now I'm doing this podcast, you know why? Because my kids are napping. That's why I picked this time. It's it's an opportunity to do record. When I'm when I'm in my peak, when I'm in my peak podcasting thing, I do like two to three recordings a day, like it's crazy. So a lot of my passion goes towards podcasting side because it's more of like an impact on that side. One of my one of my things is that my kids know that I'm recording right now they're five and under. So sometimes they know what I'm recording. And the reason why I do this is because I'll leave out such a big digital footprint that they can see. When I was five years old, this little my dad was doing and this is this is him in this conversation, and I can see who it was and why he was Important. And like so you don't you don't know how much time you have here as well, like this may be my last recording every record knows. But it's one of those things like, every everything you impact and put out into the world, you don't know how long it's gonna last. And no one really knows the true impact they make. Because usually it was past them if they're trying to 20:22 impact. Yeah. Yeah, no, absolutely. I love it. Well, cool, man. Let's go ahead and jump into your dreams and goals. Now, what is your vision for your businesses, your entrepreneurial career and your life? 20:39 Goals, I would like to travel more. And this is one of the things I'm doing now, as I've kind of matured in my entrepreneurship journey I like now funds are making becoming more available to and it's just one of the things we're like, I want to travel, probably live abroad. I don't think I want to live in the US very much longer. I want my kids to experience a different culture, different cultures and know that the American way isn't always the best. Not to bash America. I grew up here and I love America. But it's it's crazy these days. It's crazy these days, and not in a good way. As far as ambitions and goals. I really didn't know what that was. Like, for me personally, it's just always been the freedom, the freedoms, freedom and make an impact. And make sure my family security has always been my personal goal. My business goal was helping other businesses succeed. Like I didn't know that was my goal. So I had one of my clients have six figure month and I'm like, What the heck, like I have a client that made 100 grand a month, like that's a $1.2 million a year if he does that consistently. So now my thing is like, let's have as many people have six figure months. So we started our software, which is a business automation software, February 2021. So it's about 15 months now that we've launched that we've already had 10 clients have over six figure months. And we just did, I did an interview today with one of my clients, he did 200 grand in revenue off of my software. So now we're having like we're making $100,000 months, we're making millionaires when they can a lot of impact and a lot of people's lives. Because now for me, it's just like, I have a I have a product and a service that helps people make more money to take care of their families and their families differently. Isn't everybody that makes 100k a month? They don't do it by themselves. They have employees now we're impacting people's lives and families, that people aren't there for me. I'll never meet I'm impacting. 22:34 Yeah, yeah. That is absolutely amazing. I love that. I love the also love the practical focus on the impact side of things. Like I think a lot of times we can get to impacting people. And I'm guilty of this myself, like one of my biggest goals is to like raise the standard of living across the world, to like the point where it's middle class America, nobody's really worried about food, shelter, water, stuff like that. But when I get to thinking about how that's actually done, there's a lot that goes into it. And not all of its very practical, which Yeah, dream big, go for it. But you also have to bring it down to a practical level of like, I have a service that not only adds value to me, but it also adds value to people and adds value to a third party being their employees are the people that they're doing business with. So I like the practicality of helping other businesses succeed that way. I think it's cool. 23:27 And like I said, you don't know the reach that you have, you really don't. And you really don't know the impact that it can make and how big of an impact that makes in general. It's just one of those things where like, I know, I'm doing a good thing, so I'm just gonna do more of it. 23:41 Yep. There we go. There we go. And it's like, when you help good people, it's like they turn around and help more people and help more people and the ripple effect. And like you said, you just don't know. It's awesome. 23:54 One of one of my quotes that I like, is I help people that help people. 24:00 Yeah, no, that's a good one. I like that. I like that a lot. I help people that help people. Do you ever hear stories about like, what they what they turned around and did after? So $200,000 in a month, obviously, maybe that changed their life? Maybe they were doing that before? But do you ever hear stories about kind of the impact that they go to make afterwards? Um, 24:22 I really don't hear the impact afterwards. I mean, you hear people like I bought, I bought a car, I'm buying my own property now. And it's just one of the things like, you don't if you don't, and it's not like it's a bad thing. But when you help a lot of people, you don't necessarily hear it all the time, and you don't hear the impact that it does make. And it's not like, I'm taking credit for everything that they did, either. It's one of those things where, like, if I've, I don't know how much impact I did to provide that results, I'm not just gonna take credit for it. But I see that there's something changed. And internally, that little, even if it was just one person Okay, one conversation. And there's something I do internally, too, is that you don't know the impact you make with regular individuals. So whenever I have Converse meaningful conversations, if I'm at the airport from a restaurant, I try and poke some type of goodness or happiness upon them, because you don't know the Republican concrete down the line. 25:20 Absolutely. I love it. Well, awesome. We travel more freedom, making an impact, making sure your family is taken care of and helping other businesses succeed. Are there any other dreams or goals that you want to chat about? 25:32 Man? I don't realize it's there. I don't know. I don't know what the I didn't expect to be in real estate and expect to be in software four years ago, I didn't expect to be it's just one of those things where like, stuff is presented to you in every asset, how'd you get into real estate, I fell into it, how'd you get into software fell into it. Like, I don't know what I'm gonna do it next year, I'm just I'm going down this path and stuff is being presented opportunities being presented in front of me. And I just, I just take advantage of it. So one thing that people struggle with and if you're aspiring to be an entrepreneur is that the job takes your whole your best hours and your your best time on purpose because it keeps that vision and cloudiness over your eyes that you can't see opportunity. Once you have the ability to see opportunity, you see it all around you. Yep. 26:26 Yeah, I love that. Especially with these remote jobs. Nowadays, I feel like a lot of opportunity comes from relationships. And when it's all remote, you're not. In other business places, like you're only talking to people on Zoom, or whatever it may be, it's even harder to see that opportunity. So I agree that's a good point. I've never thought about that. And it will definitely be something. I like to motivate people a lot and get them rah rah to make that choice. It'll be something I bring up from. There, we're gonna, well, if there were one or two people that you can meet right now, and this could be a specific person or type of person, and they really help you take the next step towards your dreams and goals. Who would they be? And how would they do it? 27:11 I don't know, man. That was hard. That was a hard question. Because I like the experience. Excuse me, I like the experience that other people have. But when it comes down to it, they're just human. And a lot of times when you meet your, your idols or people you want to be there not really, that they actually fit the mold that you had in your head because in their head, they think they're gone like Jeff Bezos, richest man, Elon Musk, richest man, they're just mad, they still put on the same pants, I do the same way I do. They might, they might have exponentially more knowledge than I do. But they're still human, they still make mistakes, that sort of things. So it's not necessarily that I would like to. I like I like extracting knowledge. So me and my partner we talked, we talked about like, like, that sci fi sci fi stuff is that the way to acquire wealth faster. And this is what Elon and Jeff Bezos has done is they found a way to acquire knowledge faster. And if you find a way to acquire knowledge faster, you can accelerate the time and money that comes to you. So we talked about this as like, if you ever if you've ever seen like, if you made $5,000 a day since Jesus Christ, Jesus Christ was born, you'd still be $50 billion cheap $50 billion poorer than Jeff Bezos and some of those things were like, they found a way to they found a way to capture time because like one of the one of the things he always capitalized like $50,000 a year might have been a lot of money before COVID If you do that for 20 years, it's a million dollars, right? A million dollars if you find a way to acquire a million dollars a year well now you just collapse time. As far as a 20 year span that an old person makes to create a million dollars you then cast it in 5% of the time into one year so it's one of those ways that when you learn to acquire money you can class time and and make more money with the knowledge you know 29:19 I love that Oh, I kind of want to I want to the title of the podcast to be something around that idea. Still thinking it through because I can't formulate the words but it'll probably be something around the collapsing time to or making money to collapse time or whatever something around that you got any ideas 29:41 make make to make more money you have to collapse time 29:45 to make more money you have to collapse time with Daniel Martinez that's gonna be the title. 29:48 It's one of those things where like, you don't know that but if you find a way like people that make a million dollars a year everything Oh, they're evil, the root of all the the root of all evil is money. that really money, it's, it's that they found a way to capture time. And they captured physical time like everybody like Oh, entrepreneurs, they do all this stuff. And they're they're always evil and stuff like that. But like, if you've got if you have if you work, if you work McDonald's, and you go buy lunch, that's $30, you just ate three hours of your time, because that's your wage per hour, because you were $8 an hour. And that's what you made three, three hours of your time, right there. So you got to make your time more profitable, doing revenue generating activities, and understanding that not everybody is worth your time, and understanding where your time is best utilized. 30:41 For those listening, we've said revenue generating activities a couple of times now, can you talk to us about how to identify and prioritize the revenue generating activities for our specific life or our business. I know it's quite unique for each person, but 30:56 it 100% is so a lot of entrepreneurs they struggle with holding the reins. Like there's, there's controlling people that they want control the admin stuff, they want this, they're the best salesman that they can ever be. They're the they're the best admin, cold caller, you might be the best texter out there, or whatever that is, whatever it is in your business. Whatever, if it's a, if it's outsourced double for 30 bucks or less an hour, you probably best outsource it. And you're because there's there's people, people are giving gifts, everybody has a gift, no matter what it is, I might be the best cold caller best negotiator, the best CEO, you all have a gift, you should not be exercising stuff that's not your gift. When this is there's a book called tuna, how I have not read it. But I've heard enough about it that I practice it. Like a couple of years ago, I stopped cutting my grass, it's not that some people might think it's lazy, and maybe that cut my grass, but it's just like, I can do better things than cut my grass for an hour or two. And there's a professional out there that does a nicer job that I will and they have the proper equipment, and they can make it look nice the way my wife likes it, and I'm not gonna I'm not going to do it better than they will. So I'm just gonna hire them to do it. So there's somebody out there that wherever your pain point is, they excel at that spot. If you're if you're they're good at creating websites, and you're trying to create your website, stop trying to create a website, you're a better things to do, than started trying to create a website. Everybody wants to put their hands in the pot to make sure I did this, I did this, I did this. When you become an entrepreneur, you have to pay do this to this you have to delegate, there's a quote by Rockefeller says that I would rather have 1% of 100 people's effort, then 100% of mine. Yeah. And that's just letting go and delegating. Like, I know I can, I can do things better than my team in some some ways. But I let them do it. And I exercise them the ability and freedom to do it on their own. Because I want them to accelerate themselves. And even to the point where some people on my team have now accelerated pass my knowledge. And now they fit that space ever than I could. Because I kind of let that I let that position go, I let it go in my mind. And that's the hardest part, you'll let it go here. Get it, let that let go of the control. And you'd let it go, let go of the control and let your team fill in the gaps partners that fill in the gaps. And that's where it's important to find the right team members and right partners in your business in general. And don't do it by yourself. 33:38 Yeah, yeah, absolutely. I'm glad that you mentioned who not how, because whether you had or not, I was going to mention it right after I have read the book. I can vouch for Daniel and saying that he explained the concept perfectly fine, your genius zone and kind of stick to it, and other people have their genius zones. And if you're not a sales guy, hire a sales guy or partner with the sales guy. My next question to you is for those solopreneurs right now that lack the funds to hire, how would you suggest they utilize who not how in their life? 34:12 So I'm a bad example of this because I've had like really bad employees. And I'm like I was really turned off by him hiring employees. But I've gotten better with this. And I asked the podcast guests this question who has tons of employees? And his idea was that a lot of people they formulate like I have if you're paying this person 6000 A year after that $5,000 A month of cash flow to pay this person to have this person in my business. The answer is that you only need them really for three months because after three months they should be producing more than what you pay them on top of they should increase your your output versus take away from your output. So as long as you have some cash or reserves a way to pay them for those three months, you can hire as much as you 34:59 want. I gotcha. I gotcha. And would you suggest that people get access to business lines of credit to pay for people? Or would you suggest it's like, nope, as a solopreneur, get the cash flow first make some sales, handle some marketing, and then start hiring it out once you're cashflow positive. 35:16 So you might not you might not like my answer is not going to be similar to others, because this is I went into debt to start my first business. And I'm still dealing with the ramifications of that. And a lot of people I'm working to pay it off right now. But it's one of those things where like, people fall into depressions because of that people go down bad paths, because of the alcoholism, drugs, all that stuff because of that. Debt is fake, just like the money you take from customers is fake. So when it comes down to it, I learned a lot about debt. And debt is just when I learned a lot about debt from real estate, and I learned a lot about debt from other things. So if anybody who has a lot of credit card debt, just let it sit there for a little bit, and the credit card company will send you a letter to discount it real talk. 36:15 Yeah, they will. They were 36:17 they really well. They'll sit there like if you have $2,000 with a debt, they will send you a discount, they'll send you a letter saying, Hey, would you settle for $1,350 If you settle this $1,000 debt, and they sell it to another creditor, let's say you have 5000 on with a debt, they probably sold it to another credit card buyer debt collector for 1500 bucks. So anything they make over 1500 bucks is profit. So they sold that debt penny in the pennies on the dollar, it's federally insured. i There's a there's a quote I like is I'd rather go into credit card debt than ruin my credibility with others. Because credit card debt is can be forgiven, it's insured. It's all that stuff. I'd rather go into credit card debt and take money from fellow family members or friends. And that paid back because that's that's that. So it's one of those things where like you if you understand the debt laws, I had talked to a guy about podcasting, and he actually buys notes, and he buys debts and judgments. And like technically, you can create an LLC that buys debt and have your friend call them and say yeah, we buy credit card debt at least do you have debt with so and so we want to buy your bike she kept somebody else buy your debt from the creditor. pennies on the dollar. Forgive it yourself. There's a there's a video. Have you ever heard of John Oliver an HBO? For everybody listen to this John Oliver HBO. He's a comedy. Comedy. He has a comedy show on HBO. He did a segment on debt. You can go John Oliver debt, you'll find it probably millions of views on it. What he did was is he found it was like, I don't know it was like $1 million, or billing not many might have been might have been like $5 million. Suddenly dollars with a debt. I don't know the exact number. It was over a million dollars of debt. He bought it all pennies on the dollar and then forgave it on cinnamal letter. And that was that was part of the segment that he he's like, Oh, hey, so and so you had $10,000 with the debt, we just forgive your debt. And it was just one of the things that he bought it for probably 100 bucks and but it was it was like millions dollars worth of debt. He bought it all cash and then just forgave it all. 38:35 That is amazing. 38:37 But it's one of those things where like, like, debt doesn't like when you understand when you leverage real estate and debt. It's just It Becomes You realize money's fake. It becomes almost comical. Yeah. It becomes almost comical. So like, when, when my when I was going through the transition my business my brother's like, Hey, we got debt collectors calling us about your debt. I did, bro. I'm fine. Don't worry about it. They're stressing out over my debt that I had. I'm like, Dude, don't worry about it. It's fake bro. 39:13 I gotcha. I gotcha. 39:14 That's it's, it's one of those things where like, even in real estate, like, the reason why we like family that we do we do land real estate reasonably like man real estate, is because we can create notes out of nothing. So let's say you have a $20,000 lot. You can go sell it cash for $20,000. But if you sell that thing, owner finance, you can probably sell it for 40. Yeah, as long as they can afford the payments, they'll make the payments. They don't even know they don't care what the ARV is, yeah, it's facts. You create money out of nothing. And that's what debt and owner financing and all that stuff. It's all in that same Brahman same space. And you can sell that note to a note buyer who gets a certain interest rate, and they'll buy it based off of whatever your terms are. So There's a lot of things that come into debt, debt parent, buying notes, all that stuff kind of correlates. So I'm like, I'm in that space. I'm just like, not really afraid of death. It's just one of 40:09 the things. I feel that I feel that. That's good. I'm happy to have my fiance listen to this. Awesome. Well, now we're gonna jump into our thriving three. And the first question is, what's your favorite book, movie or podcast? Pick one. 40:25 Oh, okay, so I'm not a reader at all. I got to be read. CEOs read 50 books to be successful. 40:36 I'm not a reader. 40:40 Breaking breaking off the tropes here. I'm sorry. I had last book I read was Moses Brook 100 million million dollar offers. And it's one of my struggling points. I do need to read more 100% I do need to read more. And I'm trying to do better, but I struggle with it. Do you know Charles Oglesby? 41:03 I did not. I feel like I've heard the name. But I don't 41:06 like the book before that. The last one I read. So his book is making million while you're young. It's a little little book. You can get it for $1. It was a good little good little book that he did. I think it's $10. Now actually, but but my favorite entrepreneur movie is the founder. The founders is such a great movie. Oh, and social network. Those are such great movies. And if you're an aspiring entrepreneur, you're gonna learn insights of it. Even the banker, the banker is a good one too. With Samuel Jackson, 41:44 I haven't seen any of those three. So I have to go watch all of them. 41:47 The bank, the banker, social network, and the founder are my favorite, like entrepreneur movies that are great. The bankers about he is a wholesaler. 41:56 Really? Yeah. 41:59 That's awesome. Samuel Jackson is one of the main characters. 42:03 Yeah, no, that's awesome. Yeah, I'll have to go watch that, 42:06 I think is Samuel Jackson, I forget. But yeah, the maker. The Maker is a good one. The founder, the founders about McDonald's and social networks about Facebook. But those are all really good entrepreneur movies. But yeah, I'm not a book reader though. 42:22 No, yeah, there we go. You know, I had the the world's fastest reader on the podcast. And he talks about how, if you want to read more books, maybe you learn how to do this skill. So you can start reading books in a minute. I kid you not. This man literally said, The only reason I can't read books faster is because it takes time to turn the page. Like he literally turns the page reads it in like half a second because he activates the part of his brain that is like watching a movie. And you know, some would call it like a photo. What's that? 43:04 photogenic, I'm not photogenic photographic memory, 43:08 photographic memory. But he thought it was that. And then he went and taught kids how to read this way. And they like read through a college textbook and aced the exam as middle schoolers. And like a week. So if you are serious about wanting to read more, but you don't want to like take the time to read because it's boring, because it can be boring sometimes. Maybe check out his website, because it teaches people how to read faster. Maybe not. 43:33 I might be dyslexic. 43:36 That's fair. That's fair. Also, man. It's like, I get that people say reading is good. And knowledge is good. But if you can get it from like podcasts or YouTube videos or movies or audiobooks, it's just as fine. You know. 43:50 So one thing I one thing I did, and it's probably the speed reader guide, probably give you better tips because for me that struggles with reading, what I did was I downloaded the audiobook, and I downloaded the regular book, and I kind of followed along both ways. 44:06 That's how I did. 44:07 But I struggle I struggle with reading. 44:10 I feel I I struggle with consistently reading, I'll get really intense into a book and I'll read it in like two days, but then I won't read another book for like, 23456 weeks. And I'll like be trying, I'll read a couple pages. I'll be like, ah, that's just saying it. I feel like I when I need knowledge. I like go seek it. But I'm not gonna consistently seeking it. And the problem with that is, you don't know what you need all the time. So if you're consistently seeking, you might find something that sparks a light bulb. 44:38 I have I have a hack for this for people like me, for people like me, so I'm part of a mastermind and they kind of go over like it's like a book club type thing. Everyone's doing well, and they go over books. So I'll get the general synopsis of the book without ever reading it because they'll break it down for me. 44:52 That's perfect. That's perfect. 44:54 So like I enjoyed those calls because I'm like, I don't like I read The 80 pages of the book and I'm like, Alright, what's the what's, what's the meat in the bones? Spit it out. 45:05 I can typically be summed up in about five to six sentences. Literally. See? I've 45:12 already read who not how many really good, 45:14 literally, yeah, yeah. Well, cool, man, what's one way you like to take care of yourself? 45:21 I sleep a lot of people share with sleeping enough. And I told my wife and God bless her heart. She takes care of kids in the mornings. I'm like, I cannot do it. Like I start losing my mind. If I'm, if I don't get enough sleep. And like, my brothers making fun of me, because I just came back from vacation. Like, I was the last one. I was the last one to wake every morning and they're laughing at me like, bro, I work. I still I'm still working on vacation. You just didn't see me. But I'm sleeping. 45:53 Yeah, yeah, no, absolutely. Dude, sleep is important. It's literally a superpower. One, you'll live longer. Two, you're healthier. And three, you function more efficiently, which is probably why you can get away with three to four hours of work in the afternoon because you can focus better, and a lot of people can focus. So I 46:09 told my wife, I told my wife, I was like, I need to sleep more like I'm sorry. I wish I wish I could help out more. But I have to sleep. Like you take morning shift on signature just like we did in the beginning. But I need to sleep a couple of hours because like it was one of those things where like, I'd be up to like, midnight or one o'clock in the morning. And then she would wake me up at eight. o'clock. Suck. I happen. 46:32 Yeah. No, I feel you. Well, now we got our final series of questions. And I think we're gonna be cutting this a little tight. I do have another podcast in 10 minutes just to kind of anchor this. So these require a decent chunk of pretext stick with me. All right. So a lot of people have come on the podcast. And they've said that a catalyst that helps people change from having a fixed mindset, not willing to accept help and not willing to accept change, to having a growth mindset, being willing to accept help and being willing to accept change. catalyst that causes this switch is a personal choice. That happens after either extreme inspiration, or extreme desperation. Do you agree disagree, anything to add or subtract? 47:17 It's usually explained desperate desperation. Because people are hard headed. And they don't think they they're people still the solopreneurs and struggled on that one path, like, I'm gonna figure this out myself, and I'm not gonna hire anybody to do it. And it's usually when you're stuck our spring breaking around you, whether it's processes, clients, or everything that you do just starts crumbling. It's out of desperation that you're like, I need hope. 47:44 Absolutely, it is usually desperation. Real quick, because I know, I'm going off track. Um, so I anchored the time, and then I'm going off track anyway. Pretty good. If you can think of a business idea, or a systematic way to do to force desperation in a moral way into people's lives. I think that would do a lot of good for the world. Because I think people would make choices to be better. 48:12 I 100% agree with you. And I think this is the power the power some salesmen have. So some sales man, good salesman, can create desperation out of nothing. Yeah, it can. There's a good and bad side to that, because some people use it for bad Some people use it for good. And it's a I think it's a hone down sales sector that you grow and learn. 48:37 Absolutely, absolutely. Well, given the same amount of extreme inspiration or extreme desperation. Why do you think some people make the choice to change and others don't? 48:48 I think it's ego. Ego gets in the way of a lot of people's aspirations. And that's what separates the 1% from the 99. And it's not that they're richer, have more money, it's that they, they chose to live on the edge versus when they did it. Yeah. People get too comfortable in the comfort zone, and they ever leave it their whole life. And there's people that always live on the edge. And that's that's where they excel. 49:16 Yeah, absolutely. Do you have any tips for helping for people who want to kill their ego but have been struggling to do it? 49:28 I think I think people that have strong egos, they show up to get punched in the face. 49:34 Go experience some desperation, 49:36 go experience. I mean, literally, like I go through this all the time, because I talk to business owners all the time. And it's one of those things where like, their ego is so large, they can't listen to anything else. So I have to let them fail. Yeah. And it's not that I want them to fail. It's just that their ego so big, they can't hear me listening. They can't they can't hear anything but the own voice in their head. 50:01 Yeah, no, absolutely. Well, some people need a smaller amount of inspiration or desperation to change, and others need a larger, more consistent amount. And I guess that kind of touches on their ego, the size of their ego may determine that. But what do you think establishes the size of our ego, that breaking point for how much inspiration or desperation we need? And can it be influenced? 50:24 I think a lot of it comes stems from your way you were the way you grew up. Yeah, good, good and bad. There's the there's the saying The weak times create strong men, strong men became strong times create. That hope that helps to your quote, and then it kind of circles back to weak men, because they get comfortable. So like, me, my dad worked hard, he created a strong man, there, my one thing that I have to install my kids is that they might have an easier life than I did. But I have to the silver silver stocks will be working well. Even if it's somebody else's, somebody else's worker, it's one of those things where like, you have to make sure you pass that that struggle that you went through, either forced them to go through it or make sure they understand the lessons that you learned going through it yourself. That way they don't they don't fall down that trap of being too complacent where you have that one kid to killed somebody who said he had affluenza. 51:28 Yeah, that's, 51:29 that's the other end of the spectrum is that they were so. So silver spoon that they're an asshole. 51:37 Yeah, no, absolutely. Well, awesome. Last question for you. And atomic habits by James clear talks about the Four Laws of changing your behavior. And before I move forward, I want you to get this person in your mind who has a really fixed mindset, not willing to accept help, not willing to accept change, get that avatar in your head. The Four Laws of change of behavior that James clear talks about are make it obvious, make it attractive, make it easy and make it satisfying. With those laws in mind, and the avatar that I just told you to keep in your head? How can we create an environment for the person who has a really fixed mindset, they're not willing to accept help, they're not willing to accept change? That makes it obvious, attractive, easy and satisfying for them to make the choice that will change their life. 52:25 Think this question, this question is really good. Because I think a lot of people they drive drives like question of like, if you have the ability to do so, do you do take that stance? Because it's almost like it's almost like a god complex? Because you have the ability to form people down certain paths. And it's a good and bad thing. And I don't I don't really have an answer for that. Because for me, I just I let that I let them crash and burn because sometimes people need to crash and burn. They just didn't. It. There's a like the forest, the forest is burned down. I don't know the forest has burned down but always creates new life. And that's always a good. So sometimes they just say let it crash and burn. 53:08 Do you think creating an environment that is accelerating, they're crashing and burning? Could be an answer to this question? 53:17 No, that's it's such a tough, it's a tough, it's a tough edge. Because if you accelerate people down too fast, they can literally push themselves into a depression, depression, or addiction. And that's an A lot of people can handle that. So it's based off of their own abilities to handle that stressors. Like a lot of people they think they think paying their rent is a stressor. But there's people that have to pay 200 employees bills on Friday. Yep, that's a huge stressor that could cost 20 grand that week. There's different levels of stressors and not everybody can handle it. 53:56 Gotcha. I like that answer a lot. Well, awesome. Daniel. Is there anything else you want to chat about before we sign off? 54:05 Man, this this was I was really intellectual conversation. I appreciate the conversation in general. I hope people find a lot of value in that. If you're interested in anything that we do have minds here. I'm on Facebook. That's all the only thing I'm gonna plug myself in. But yeah, this is a great conversation. 54:20 Of course, thanks for jumping on and if you guys are listening to this and you loved what Daniel had to say you love this energy. Go ahead and check out hive mind CRM, the links will be in the show notes as we always ask, go ahead and shoot this podcast to one to three people you know, need to hear this message. Send us a five star review on iTunes and we're out

Daniel Esteban MartinezProfile Photo

Daniel Esteban Martinez

Host/ Ceo/ Speaker

I have been an entrepreneur since 2018. I come from a regular home just like most people. My dad worked on the roads in the Chicago area for over 30 years. He always taught me to work with my brain, instead of my body. Your body can only take so much abuse. I learned so much from my father. He always pushed me to work smarter and not harder.

I have owned and operated a trucking business for 2 years. I started learning real estate in 2019. Fell into the Data & Skiptracing business in 2020. My partner Anthony & I started Hivemind in 2021.

I have done a ton of different jobs coming up from painting, to door-to-door sales, telemarketing, truck driving, and loading trailers. What I learned most is that I want to stay in the digital business space. The leverage you can have delivering digital products to the marketplace can yield limitless possibilites.

I started The List Guys in 2020. It is a data and skiptracing service. We provide seller and buyers list nationwide. My clients have been getting great results and I am proud to help people killing it.

I started the Hive in 2021 with my partner Anthony Gaona. It is a real estate and business mastermind. It also comes with a all in one CRM, that can host unlimited websites and users.

Starting the Hivemind has been an amazing journey so far. Seeing one of our users make his 6 figure month in June 2021 leveraging our software, I know there will be plenty more to come!